Account Executive, UK

About Kanpla

Kanpla is software for contract caterers. Ordering apps, POS and self-service kiosks, tray scanners and digital signage all come together on one platform.

What started as a school project now serves more than 800,000 users across 5,000+ locations in 14 countries. We work with operators including Compass Group, Aramark, ISS, WSH, Thomas Franks and Bennett Hay, and we are a team of more than 65 people.

Our customers use Kanpla to run smoother food-service operations, improve the dining experience and reduce food waste. They also use our platform to strengthen the solutions they offer their own clients.

How we work:

• We grow fast and set high targets.

• We care about product detail, because caterers use what we build every service.

• We like food service and want people who are curious about how it works.

• We decide quickly, learn from mistakes and fix things fast.

• We are one team across several countries and spend time together at off-sites twice a year.

Help contract caterers bring Kanpla to more sites

The UK is Kanpla’s largest market. We are hiring an Account Executive to grow our work with contract caterers across workplace and education catering.

Much of your opportunity will come from customers who already use Kanpla. You will help them introduce the platform across more sites, add products and include Kanpla in tenders for new client contracts. You will also develop and win new customer relationships.

This is a consultative sales role. Success comes from understanding how a caterer operates, showing where Kanpla can make a difference and following the process through to a successful launch. You will work with people at head office and on site, from commercial and operations teams to chefs and other everyday users.

You will be onboarded by the person who built our UK sales motion and work closely with our VP Sales.

The role

You will manage sales opportunities from the first conversation to a signed contract. Depending on the opportunity, that could mean helping an existing customer expand into another group of sites, introducing a new Kanpla product or building a relationship with a caterer that does not yet work with us.

Some opportunities will be connected to client tenders. In these cases, you will help the caterer present Kanpla as part of its proposition through demonstrations, site visits, proposals and bid content.

You will spend time learning how catering operations work in practice. A conversation with a head-office decision-maker matters, but so does understanding what happens in a kitchen, café or at a till during a busy service. That operational curiosity will help you ask better questions, run more relevant demonstrations and make credible recommendations.

You will have support from colleagues across Kanpla, but you will be responsible for keeping your opportunities moving and making the next step clear.

What you will do

• Run sales processes with UK contract caterers, from first meeting to signed contract.

• Grow existing customers across more sites, client contracts and Kanpla products.

• Find and develop new contract-catering customers.

• Prepare and run demos for operational, commercial and senior people.

• Support caterers in client tenders with demos, proposals, site visits and bid content.

• Keep CRM records and next steps up to date, and work with delivery and customer success so new sites go live as agreed.

What you may bring

There is more than one route into this position. Strong candidates may bring:

• Some experience in B2B sales, account management or another customer-facing commercial role. Around one to three years may be a useful guide, but we care more about what you have learned and achieved.

• Evidence that you can take responsibility, follow through and make progress without needing every step mapped out for you.

• Clear writing and the confidence to present to different audiences, including senior stakeholders.

• The curiosity to understand how a customer’s business works before recommending a solution.

• Comfort learning technology and explaining a broad product in practical, straightforward language.

• An organised approach to managing several opportunities, stakeholders and next steps at once.

• A collaborative mindset and an interest in what happens after the sale, not only in getting the contract signed.

Useful additional experience

It would be helpful, but is not essential, if you have:

• Worked for a contract caterer, food-service supplier or hospitality-technology company.

• Supported tenders, bids or formal procurement processes.

• Presented technology to customers in a sales, pre-sales, account-management or implementation role.

• Sold software or another product that affected customers’ everyday operations.

You do not need previous contract-catering experience to apply. We will help you learn the market, customers and product.

What Kanpla offers

• A structured introduction to Kanpla and the UK contract-catering market from people who know both well.

• An established customer base with opportunities to develop existing accounts as well as win new business.

• A competitive base salary and commission.

• Hybrid working from our London Bridge office.

• Two company off-sites or workcations each year.

• Close collaboration with our VP Sales and colleagues across delivery, customer success and product.

• Room to take on greater responsibility as Kanpla’s UK team grows.

Apply

If you enjoy understanding how customers work, bringing several people around a decision and following an opportunity through from conversation to delivery, we would like to hear from you.